Overview

The ARR Growth Engine is a slide-out panel on the Revenue Engine home screen. It answers three questions in one place: how much contracted recurring revenue you hold today (the stock), how much ARR you booked in the period and where it came from (the flow), and how well you keep and grow existing customers (retention). If you sell in more than one currency, it also separates real growth from exchange-rate movement.

The panel is headed REVENUE RETENTION, with the title ARR · Operating Context and the line ACTIVE STOCK · BOOKED FLOW · TRAILING RETENTION.

Opening and closing the panel

Open the Revenue Engine home screen (/, also reachable at /revenue-engine). If you use the individual-contributor view, the home screen takes you to My Engine instead; open /revenue-engine directly to reach this panel.
Choose the period in the dropdown next to REVENUE ENGINE at the top of the masthead. See Revenue Engine Masthead for the period presets.
Click the NRR or GRR tile in the masthead. Hovering either tile shows the tooltip Open ARR Growth Engine. Before the retention figures have loaded, both tiles are replaced by a single ARR GROWTH tile reading Pending with the note NRR · GRR · churn; clicking it opens the same panel.
Close the panel with the × button at the top right, the Close button in the footer, the Esc key, or by clicking the shaded page behind it.

The footer also shows when the figures were calculated: Updated followed by the time.

Two time windows: the period and the trailing twelve months

The panel deliberately uses two windows, and each section tells you which one it is using.

Your selected period drives the booked flow: the donut, the BOOKED ARR BY SOURCE cards and the NEW column of the group table. These sections print the period’s name and dates beneath them.
The trailing twelve months drives retention: NRR, GRR and logo churn. These are labelled Trailing 12 months with the dates. They do not change when you switch periods, because a single quarter holds too few renewals for a reliable read.
Active contract ARR is a point-in-time figure, measured on the date shown beneath it, which by default is the end of the selected period.

Active contract ARR and the ARR band

The large figure at the top, ACTIVE CONTRACT ARR, is the annual value of customer contracts that are active on the date shown, in your reporting currency. Beneath it you will see As of, the date, and how that date was chosen (for example period end).

A pill underneath places you in an ARR band based on that figure, such as Growth Stage ($5-20M) or Scale-up ($20-50M). The band gives context for the growth stage described further down.

Revenue state

The REVENUE STATE callout is a one-line read on which motion is driving revenue, for example Revenue is retention-led — renewals form the foundation. While there is not yet enough data to classify, it reads Revenue data is being collected.

Beneath the headline, up to three short facts summarise the rest of the panel:

The largest share of booked ARR, when one source clearly leads (for example Renewals contribute 62% of booked ARR).
NRR with its tier (for example Net Revenue Retention: 112% (Great)), or Renewal data insufficient for reliable NRR.
GRR, when available (for example Gross Revenue Retention: 88% (pure retention, excl. expansion)).

Booked ARR mix and source

The donut

The donut shows ARR booked in the selected period, with the total in the centre under BOOKED ARR and the period beneath. The legend splits it into New business, Renewal and Expansion, each with its share as a percentage. Hover a slice or a legend entry to highlight it.

BOOKED ARR BY SOURCE

Three cards, BOOKED NEW, BOOKED RENEWAL and BOOKED EXPANSION, give the amount, the number of deals and the share of the period’s booked ARR. A card with nothing booked is faded. Below them, BOOKED ARR · TRAILING 12 MONTHS shows the booked total over the last year for comparison.

Booked ARR is annualised from closed-won opportunities and grouped by opportunity type, so the mix is only as reliable as your opportunity type classification.

Active contract ARR by segment, sales region or market

The table headed ACTIVE CONTRACT ARR BY SEGMENT (or BY SALES REGION or BY MARKET) breaks the business down by group. It has four columns:

The group name, headed SEGMENT, SALES REGION or MARKET.
ACTIVE ARR — active contract ARR for the group. Hover an amount to see the exact figure.
NEW — new ARR booked in the selected period.
NRR · GRR — the group’s trailing retention, or a dash where there is not enough renewal history.

A Total row sits at the foot, and a greyed-out unassigned row collects records that could not be placed in a group. A note beneath the table repeats the windows: New ARR booked in period (…). NRR/GRR over Trailing 12 months · … You may also see NRR/GRR are nullable until a segment has enough trailing renewal volume to pass ARR Growth guardrails.

Switching the view

Use the switch in the table header to choose SEGMENT, SALES REGIONor MARKET.
For Sales Region and Market, a second switch sets the level: REGIONS rolls up to top-level regions, while TEAMS (Sales Region) or COUNTRIES (Market) shows the groups under each region.
Where a row has a chevron, click it to expand or collapse the groups beneath it.

A greyed-out option is not available yet. Hover it to see why: No sales teams yet. Add teams in Team Settings. or No market territories yet. Add geographic territories in Territory Settings. The panel remembers your last choice in this browser. Until you choose, it opens on Sales Region at the Regions level once your organisation has region teams, and on Segment otherwise.

This panel does not offer the Sales Region × Market cross-tab or segments within regions. For those, use the Segment Operating View on the home screen; see Revenue Engine Operating View.

The table only appears when at least one group has activity in the period.

Fixing unassigned records

Sales Region view: the unassigned row carries a Fix data: give reps a team link that opens Team Settings. Reps without a team cannot be placed in a region. See Teams & Roles.
Market view: the unassigned row may read N accounts have no country; fix them from the Market view. This note is not a link. Make the fix from the Market view of the Segment Operating View on the home screen, and add any missing markets in Territory Settings.

Retention: NRR, GRR and logo churn

NET REVENUE RETENTION

NRR shows whether your existing customers, taken together, are growing or shrinking in value once churn and expansion are counted. A pill gives the tier, with a one-line description beneath:

ELITE — 120% and above.
GREAT — 110% to under 120%.
GOOD — 100% to under 110%.
CONCERNING — 90% to under 100%.
CRITICAL — below 90%.

The pill is green from 100%, amber from 90% and red below that. A bar runs from 70% to 130% with Target: 100% marked. When there are not enough renewals for a reliable figure, the gauge shows a dash with an explanation such as Insufficient renewal data.

GROSS REVENUE RETENTION

GRR measures how much revenue you keep before counting expansion: Retention excluding expansion (pure churn measure). Its pill reads HEALTHY (green) at 90% and above, FAIR (amber) from 80% and AT RISK (red) below that, on a bar from 70% to 100% marked Target: 90%+. The GRR gauge appears only when a figure is available.

LOGO CHURN

Logo churn counts customers rather than revenue, for example 3 of 40 renewal accounts churned. The pill reads LOW at 5% or less, MODERATE up to 15% and HIGH above that. Compare it with GRR: high logo churn alongside healthy GRR means you are losing many small customers, while the reverse points to the loss of a large account. The logo churn card appears only when a rate is available.

Growth stage and indexes

GROWTH STAGE classifies your growth profile from the ARR mix and NRR, using thresholds that vary with your ARR band. You may see Acquisition-Driven, Retention-Driven, Expansion-Driven, Transitional: Acquisition to Retention, Transitional: Retention to Expansion, Mixed Growth Profile or Insufficient Data. It reads Unknown when no classification is available. A line of context may follow the stage.

Three bars, ACQUISITION, RETENTION and EXPANSION, score the relative strength of each growth engine. Balanced bars suggest a healthy engine; one dominant bar suggests over-reliance on a single motion.

Booked ARR vs last month: plan rates and FX effect

If you book revenue in more than one currency, a block headed BOOKED ARR VS LAST MONTH separates performance from exchange-rate movement. When the latest month is not yet complete, the heading reads BOOKED ARR, MONTH TO DATE VS LAST MONTH and compares the same span of days in each month. Three figures sit side by side; hover each for its definition:

REPORTED — the change in booked ARR at each month’s actual rates.
AT FY2026 PLAN RATES (the year shown varies) — the same change with both months restated at one fixed plan rate per currency. This is your constant-currency growth.
FX EFFECT — the reported change minus the constant-currency change: how much of the movement came from exchange rates.

A footnote beneath states which plan rates were used, for example Constant currency: restated to NZD at FY2026 plan rates. If a currency has no plan or actual rate, the note adds No plan or actual rate for …; FX effect not shown. and the FX effect shows a dash.

Plan rates are set per fiscal year in the Plan rates section of the Exchange Rates card in Settings. Where no plan rate is set, the actual rate for the fiscal year’s first month is used. See Reporting Currency & Exchange Rates.

The block does not appear when all your revenue is in one currency, when monetary totals are hidden (see the alerts below), or when the selected period covers only one month.

Trends

TRENDS plots four lines month by month across the selected period: NEW BUSINESS, RENEWALS and EXPANSION (each as a share of booked ARR) and NRR. Each line shows the latest value, a small sparkline and the change from the previous month, in green when up and red when down. Trends need at least two months, so they do not appear for a single-month period.

Alerts, the FX footnote and data coverage

Read the top of the panel before the numbers. Three kinds of notice can appear there.

Currency alerts

An amber alert means monetary totals cannot be shown safely, so amounts appear as a dash:

Reporting currency is unavailable. Monetary totals are hidden. — no reporting currency could be resolved for your organisation.
Mixed or unmatched currencies (…) have not been converted. Monetary totals are unavailable. — records use currencies that could not be converted to your reporting currency.
… revenue records have missing or invalid currency codes. Monetary totals are unavailable. — some records carry no usable currency code.

The FX footnote

A small note says how amounts were converted, for example FX converted to NZD, rates as of Sep 2026. If amounts had to be left out because no exchange rate exists, an amber line lists them (Excluded from totals, no exchange rate: …) followed by an Add exchange rates link to Settings. It may also say that rates quoted in another currency are ignored because they do not match your reporting currency.

DATA COVERAGE

An amber DATA COVERAGE box flags gaps that affect the figures:

N closed-won accounts have no contract record (x%); active ARR coverage may be incomplete. — customers you have won who have no contract, so they add nothing to active contract ARR.
Segment totals do not reconcile to the canonical ARR totals. — the group table will not add up exactly to the headline; rely on the headline figure.

Loading, preview, empty and error states

Loading: LOADING ARR OPERATING CONTEXT… with ACTIVE STOCK · BOOKED FLOW · RETENTION.
Retention preview: if the masthead already has retention figures, the panel shows them while the rest loads, with the note Active contract stock and booked flow are preparing. Retention preview is live. An NRR tile (Fast retention preview) and a GRR tile (Gross retention preview) appear; a tile reads Pendingif its figure is not ready.
Empty: NO ARR OPERATING DATA — No active contract stock or booked ARR was found for the selected period.
Error: ARR OPERATING SUMMARY UNAVAILABLE with the reason and a Retry button.

Data requirements

Customer contracts with an annual value and start and end dates, for active contract ARR.
Closed-won opportunities with an amount and an opportunity type (new business, renewal or expansion), for booked ARR and the mix. Amounts are annualised using the contract term.
Resolved renewals (won and lost) over the last twelve months, for NRR, GRR and logo churn.
A reporting currency, exchange rates for every other currency you sell in, and plan rates for constant-currency growth.
Sales teams grouped under regions for the Sales Region view, and market territories plus account countries for the Market view.

Reading the panel for a board or QBR

Check the notices first. If a currency alert or a DATA COVERAGE box is showing, fix it or footnote it before you quote any figure.
Stock: active contract ARR, its as-of date and the ARR band.
Retention quality: NRR with its tier, GRR and logo churn. These are trailing-twelve-month figures, so they compare cleanly from one quarter to the next.
Flow: booked ARR in the period, its split across new business, renewal and expansion, and the trailing-twelve-month booked total.
Where it sits: the Sales Region or Market view at the Regions level, calling out the size of the unassigned row.
Currency: for multi-currency books, quote growth at plan rates and name the FX effect separately.
Direction: use Trends for momentum, reading several months rather than a single move.

The masthead Glossary button defines the ARR terms used here. For the short version of this workflow, see the ARR Growth Engine quick guide.

Troubleshooting

Amounts show a dash and the alert says “Reporting currency is unavailable”.The panel hides monetary totals until it can resolve a reporting currency. Check the Reporting Currency card in Settings; see Reporting Currency & Exchange Rates.
The alert mentions mixed currencies, or an amber line lists excluded records. Add exchange rates for the currencies named, using the Add exchange rates link.
The NRR gauge shows a dash. There is not enough resolved renewal history in the trailing twelve months. The masthead NRR and GRR tiles are calculated separately from the panel; if a tile shows a figure but the panel still shows a dash once it has loaded, press Refresh on the masthead, and raise it with your administrator if it persists.
SALES REGION or MARKET is greyed out. Your organisation has no sales teams or no market territories yet. Hover the option for the reason.
The group table is missing. No group had any activity in the selected period.
A large unassigned row. In Sales Region, use Fix data: give reps a team. In Market, add countries to the accounts from the Market view of the Segment Operating View.
Trends or the “vs last month” block is missing. Choose a period longer than one month. The vs-last-month block also stays hidden for single-currency books and while totals are hidden.
FX effect shows a dash. One or more currencies have no plan or actual rate; the footnote names them.
“No ARR operating data”. No active contracts or bookings were found for the period. Try a different period, or check that contracts and closed-won deals are syncing.
“ARR operating summary unavailable”. Press Retry.

ARR Growth Engine: Active ARR, Retention & FX